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IGTC01SM - Asking Great Sales Questions (EN)
01 - Introduction
01 - Drive urgency to change (1:49)
02 - 1. Know before You Go
01 - Understand your customer-s business (3:17)
02 - Understand your customer-s role (3:16)
03 - Understand your customer-s objectives (2:58)
03 - 2. Questions That Create Connection
02 - Connection vs. credibility (3:52)
01 - The importance of why (3:48)
04 - 3. Questions That Drive Credibility
01 - Confirm goals (4:00)
02 - Prioritize goals (3:28)
03 - Use insights (3:33)
05 - 4. Questions That Create Urgency
02 - Personalize the impact (3:57)
01 - Quantify the problem (3:45)
06 - 5. Questions That Confirm Value Clarity
02 - Define the value (3:57)
01 - Map the solution to the problem (3:41)
03 - Partnership agreements (3:50)
07 - Conclusion
01 - Ask effective questions (1:13)
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02 - Define the value
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